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Salary: EUR 35,000 - 50,000 / annual
Factorial is a leading business management software platform serving 700,000+ users across Europe. The Finance product—powered by ONE, an AI agent—handles headcount planning, salary reviews, procurement, project profitability, and expenses alongside payroll and people workflows. This is a founding sales role to build the Finance line from zero in the Italian market.
You will own the complete sales cycle for new logos: prospecting, discovery, demos, business case development, negotiation, and close. You report to CFOs, Financial Controllers, Finance Directors, and Heads of FP&A. Unlike inherited playbooks, you'll help shape the sales narrative, qualification criteria, and discovery process that scales across Europe. You'll articulate how ONE (the AI agent) is embedded in the product architecture—not a feature, but foundational—and defend that credibly to skeptical finance leaders.
Key responsibilities:
- Generate your own pipeline through prospecting and outbound; SDR and Marketing support you but don't own your flow.
- Run full-cycle deals: discovery, product demos, financial business case, procurement/legal, contract negotiation, and close.
- Lead high-level negotiations with senior finance stakeholders on numbers, process, and ROI.
- Build financial business cases (cost of current process, month-end close time, margin leakage, spend visibility) and defend them to decision-makers.
- Act as the product reference for Finance, conveying value of expenses, procurement, project profitability, headcount planning, and salary review.
- Explain how ONE works inside the product, what it automates, and where humans still decide—credibly enough for a skeptical CFO.
- Use AI in your own sales motion: research, prospecting, call prep, follow-ups, deal analysis.
- Diagnose before you pitch: understand how they budget, where spend gets approved, what their ERP does/doesn't do.
- Own contract negotiation end-to-end, landing mutual-benefit agreements.
- Track and forecast accurately in HubSpot.
- Feed insights back to Product and Marketing on ICP, messaging, and roadmap.
Requirements:
- 1–2 years closing deals in B2B SaaS, OR relevant background in finance or AI companies (how you sell and what you understand matters more than tenure).
- Full-cycle sales instinct: you generate your own pipeline, not just work inbound or handed-over leads. You should quantify what percentage of your closed business you originated.
- Financial background or fluency: you understand accounting, budgeting, expense management, procurement, treasury, or ERP well enough to hold a real conversation with a CFO—not just describe features. This comes from finance work or selling to finance; it must be genuine.
- Experience talking to finance decision-makers (CFOs, Controllers, Finance Directors) and comfortable in that room.
- Genuinely into AI: you use it daily, you're curious about its trajectory, and you have opinions on what it's actually good at. You won't treat AI as a passing trend.
- Hunter mentality: hungry, persistent, motivated by creating opportunities from scratch.
- Results-driven: strong commitment to exceeding targets with proven track record.
- Negotiation skills: comfortable in contract negotiation, ensuring mutual benefit.
- Strong communicator, able to empathize quickly.
- Organized and analytical, comfortable managing pipeline and forecasts.
- Proactive, puts forward new ideas, takes full ownership.
- Native or bilingual Italian, plus professional English.
Bonus:
- Hands-on finance background (controller, analyst, accountant, FP&A) before moving to sales.
- Prior experience selling financial software, ERP, or fintech.
- HubSpot CRM experience.
- Built a business unit or territory from scratch.
- Built your own AI workflows, agents, or automations (sales or otherwise).
- Additional languages: French, German, Portuguese, or Spanish.
